Discovery Cheat Sheet

LISTING PRESENTATION · PINNACLE LISTING SYSTEM
Agenda
◊ Before dive-in. I promise… clear customized plan… absolute max… minimum stress.
◊ Quick question — getting multiple opinions?
→ Great. Smart seller. What matters most?
(7)
→ Appreciate… confident
◊ 3-step roadmap: 1. Understand   2. Build tailored   3. Comparative & strategy
◊ 1st step foundation… with permission. Ask?
# 1 — WHY
◊ Big picture — what's bringing you (1)
+ That's exciting — what are you looking forward to? My job.
− Thank you for sharing… stay confidential. Helped many
◊ What makes now the right time? What's changed?
◊◊ If everything perfect… allow next?
## WHERE
◊◊ That makes sense. Where does this take you next (2) — started looking / found something?
That's exciting — what do you love most?
What looking for — next home? Price range?
⇒ Reflect: So you're moving to   because   — that's a great fit.
## WHEN
◊ Ideal move-out date (3)
Must-hit deadlines? Job start: School?
◊ If strong offer tomorrow — earliest… keys?
Priorities
◊ Clear picture. When it comes to selling — what's most important? Some… others… some.
↩ If "everything" — very common. If rank (4)
? Price
? Timing
? Low-stress
◊ When this is all done — complete success?
## Concerns
◊◊ Price gets headlines… terms keep safe. Besides price, any deal-breakers?
Specific dates? Fixture keep?
I want to take weight off… If eliminate one worry (5)
◊ Perfect — that's exactly what we'll manage together.
Decision-Making
One quick question — who else involved?
Got it — prepared a short summary?
To tailor — when last time sold?
How was experience? What worked / miss?
A lot changed — tech, behavior. Guide every step.
Exciting — good hands. Walk every step.
Not the outcome — the experience. When all said & done, truly taken care of? (11)
Let it land. Acknowledge in your words, write it in theirs. Don't move on quickly.
◊ Communication (6)
◊ How often?
Marketing — four quick questions
◊ Four quick questions before I show you the plan. Your answers change how I build it.
◊ 1. Who do you picture buying it next? (8)
→ That's who we aim the first wave at. Gap vs the comps? Note it — let the solds correct it later.
◊ 2. Anyone ever said they'd love this house? (9)
→ They get the first call before it goes wide. If none — we build the list from (8).
◊ 3. When you picture it marketed, what do you see?
→ Never correct or debate it. A small answer is the best outcome. Keep it out of the Recap.
◊ 4. Anything handled differently? Anything buyers shouldn't know? (10)
Recap
◊ Just make sure — straight. Sounds like…
Main reason you're selling is 1             , hoping to 2             , ideally around 3             . Your top priorities are 4             . You want to make sure 5              handled well. You picture 8              buying it, 9              may want a first call, and you'd want 10              handled carefully. What would make this feel like you were properly taken care of is 11             . You want to be updated by 6             . You are looking for an agent who 7             .
◊ Did I miss / get anything wrong? I want to see exactly the way you do.
⇒ Perfect. My job now — protect equity… deliver exactly what you described.
Price Range
◊ Between us — dream price: Floor:
Excellent question. Line-by-line Step 3… keep. For now, knowing target helps build strongest pricing strategy.